The Mind and Heart of the Negotiator [Global Edition]

Thist itle is a Pearson Global Edition. The Editorial team at Pearson has workedclosely with educators around the world to include content which is especiallyrelevant to students outside the United States.

For undergraduate and graduate-level business courses that coverthe skills of negotiation.

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanningthe globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

For undergraduate and graduate-level business courses that coverthe skills of negotiation.

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanningthe globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

PART I: NEGOTIATION ESSENTIALS

1. Negotiation: The Mind and the Heart

2. Preparation: What to Do Before Negotiation

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie

PART II: NEGOTIATION SKILLS

5. Understanding Personality and Motivation

6. Managing Emotions and Contentious Negotiations

7. Establishing Trust and Building Relationships

8. Power, Ethics, & Reputation

9. Creativity, Problem-Solving, and Learning in Negotiation

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams

11. Cross-Cultural Negotiation

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer

Appendix 2: Third-Party Intervention